relationships matter: strengthening connections at … · relationships matter: strengthening...
TRANSCRIPT
RELATIONSHIPS MATTER: STRENGTHENING
CONNECTIONS AT THE TOP Presented by: Trisha Zulic-CM, SPHR
HR Director Efficient Edge HR & Enrollment Services Inc.
Broker…What are they thinking?
Benefits Manager…
How much work is this?
C.E.O….Will they provide a solution
that makes me look good?
H.R… How much
work is this? C.F.O…
Will this be good for our bottom
line?
Broker….I need to close this
deal!
Broker… I think we have made a connection?!
Type A
C.E.O.
H.R.
C.F.O.
Broker
Type A Behavior Pattern (TABP) have a strong
drive to succeed, competitive in nature, perfectionist, have a
desire for recognition, wealth and advancement, and a sense of urgency
and impatience.
What We Say • Will this be cost effective for the
organization?
• How do you compare to other brokers?
• We want to have a healthier employee base?
• We like our current broker?
• We will take a look at this later in the year?
• We need better options
What We Mean • This expense is hitting our
bottom line hard, what can you do differently.
• How are you any different from the other brokers, you all say the same thing.
• Each year the cost goes up, we can’t keep going like this, what is the short term solution, with long term sustainability
• I don’t understand how you can be any different then what we have.
• This is important, but not now I have other pending items.
• Tell me something different
What you say
• I have a great new wellness program I would like you to look at!
• Do you want to look at voluntary benefits?
• Hi, I’m John Smith, Broker for ABC Company.
• I would like to schedule a meeting with you and the decision makers.
What we hear • Same old thing, do you have
anything new? • You don’t want to be
bothered with voluntary do you.
• I want you to change brokers to me, but I do the same thing everybody else does.
• Take me to your leader. You are not the important one.
What HR Wants • Easier enrollment process • Rate structure that is affordable (employee) • Post enrollment assistance • Reduction in paperwork • Post enrollment automation • Customer service • Year-round contact (for some, not all) • Address their needs • Reduction of billing headaches • Multiple services one roof (or strategic partnerships)
What the CFO Wants • Rate structure that is affordable (company) • 2-3 year strategic plan (numbers not words) • How you will help meet the company financial
goals • Reliability • Predictability • Transparency • Strategic communications
• Rate structure that is affordable (company/employee) • 2-3 year strategic plan (numbers & graphs) • How you will help meet the company financial and
human capital goals • Reliability • Transparency • Predictability • Strategic communications • Bragging rights to other CEO’s
What the CEO Wants
Engaging HR
• We can ease your workload and assist you in communicating with your employees. I can be your extra Benefits Administration at no cost to you
Engaging CFO
• We can assist in controlling the benefits bottom line expense with strategies of today & tomorrow
Engaging CEO
• We can assist with a program that will not only have your employees engaged which equals productivity, but will make a difference in the financial & emotional well-being of your organization
Engaging All
`` • We can make a difference in your employee benefits program, from a financial, employee engagement & operational standpoint.
Broker…This strategy can lock this account
for 3-5 years! Benefits
Manager… Wow this will make my job
easier! C.E.O….This is going to give me, my family & the company what
is needed! H.R…
The employees will love this!
C.F.O… This will
reduce cost… I smell bonus!
Broker….Our strategy will get them where they want to
be.
Broker… I know we have made a connection!
Know your audience
What Is Your Online
Presence?
Who are you online?
Google Linked In
• More than 60% of the time your name or firm is searched on the internet before or after a meeting with a potential client.
• This practice will continue to rise. What is on the net about you?
• GO TO HR… GET INVOLVED • SHRM-National Conference
• SHRM-Local Chapter Meetings • Create an HR Round Table
• WHAT MATTERS TO HR
• How much work is involved • How will the employees react • Will I get service after the sale • Will this make me look good
SHRM: www.shrm.org Society of Human Resource Management
NHRA: www.humanresources.org
National Association of Human Resources
YPO: www.ypo.org Young Presidents Organization
AFP: www.afponline.org
Association of Financial Professionals
Club Corp: www.clubcorp.com Private Corporate Clubs in the USA
Efficient Edge HR & Enrollment Services, Inc.
Providing Solutions, one employer at a time!